You Want Me To Meet WHERE?

Last week, we talked about preparing for your negotiation. More and more we're seeing negotiations occurring over the phone or Skype or via some other technological gateway. However, when your plans include a face to face meeting you might want to take some time to consider where you want to meet to conduct your negotiations and what effects could come about as a result of this choice.

One of the truths that we believe strongly in here at the WieseLaw Contract Studio is that its never too early to start thinking about leverage (check out our Leverage Canvas). WHERE you decide to hold contract negotiations can play into the idea of leverage. If you are able to set the terms of where and when you will be meeting for the negotiation, this can signal perceived or actual leverage to the other party.

Home Turf - This sounds great, right? Make them come to you. You're already familiar with the surroundings and won't suffer from any disorientation factor. While this may be true, there are some possible downsides. You may be subject to distractions from those within your organization (i.e., you are on-site and can be hunted down even with your cellphone off). Also, there is always the possibility that your comfort could turn into a false sense of security or complacency. Be sure to stay alert!

Away Game - This can be a bit more difficult. You need to be prepared beforehand with directions to the negotiation site (Google Maps for the win!). Try to arrive early so you are not feeling stressed and time compressed. But being the visiting team can provide some valuable information. Just by being in their offices, you'll inevitably pick up some nonverbal cues about the organization (e.g., are they neat and organized, is their office furniture pricey and ostentatious, do people have pictures of their families/friends in their offices/cubes or are they sterile?).

Neutral Site - Due to the added cost and travel time to both parties, going to a neutral site, while offering some kind of level playing field, is often passed over as a possible choice. Depending on the parties involved and the availability/cost associated with the neutral site, this may be your best alternative. This is especially true if you are stuck in a stalemate with respect to meeting places. Keep it in your back pocket as an alternative.

Next Week - Fun with Seesaws or in other words: Leverage!